Top 12 Closing Sales Tips From Expert Sellers 2022

"Show that you’ve done your homework. The best way to do this is by sharing an observation along with relevant data that backs it up. This will convey that if they choose you, they’ll be in for more than the bare minimum. They are in for a relationship that will educate and help elevate their thought process."

— Elizabeth Harr, Hinge Marketing

"When you’re able to create a relationship with a prospect, you’ll build mutual trust, rapport, and connection. All three of these things are key to a successful and effortless close, because you’ve laid the ground work ahead of time. Building a relationship helps the deal feel more natural and less 'salesy.' You’re providing value to the prospect while getting to know each other, so they’re primed and ready to say yes when you make your final proposal."

— Logan Mallory, Motivosity

"Create a personal connection with the customer by clearly demonstrating that you understand their needs and are committed to helping them find the right solution. Once you have established trust, you can then begin to discuss your product or service in more detail. It's also important to be flexible in your approach and be willing to adjust your offer to meet the customer's specific needs. By taking the time to really understand the customer and what they are looking for, you'll be in a much better position to close the sale."

— Alan Duncan, Solar Panels Network USA

"You want your sales pitch to focus on the customer. Build your pitch around the needs, interests, and goals you found out about during lead nurturing and explain how you can accommodate them. Put the individual customer first rather than focusing on closing the deal. It will feel more authentic and personalized, and you are far more likely to close the deal."

— Sumeer Kaur, Lashkaraa

"Know when to close the sale. It sounds simple, but it's absolutely true. For example, if you're working with someone who has been trying out your product for several weeks, they might be ready to make their purchase decision during that last meeting — but if they're still in the discovery phase and haven't even tried your product yet, you should probably wait until they have before making any commitments on either side. Knowing when to close the sale allows both parties to move forward together rather than leaving one party behind (and possibly regretting it later)."

— Gauri Manglik, Instrumentl

"The customer is the one that ultimately qualifies themselves and closes any sale. The clarity with which a decision maker can articulate what they are looking to fix, accomplish, or avoid often has a significant impact on how quickly they'll make a buying decision. If they're able to clearly state what they need by the end of your sales process, it's likely a safe choice to go ahead and ask them to buy the solution that you believe will help them."

— Tom Snyder, Funnel Clarity

"When closing a sale, try the assumptive close, which involves using terms and languages during your pitch that assume you have a signed deal. As an example, a lawn service provider could ask, 'How often would you be needing us to maintain your lawn after this project?' This statement signifies that the salesperson has the assumption of a done deal and intends to further the client relationship through initial service plus maintenance."

— Mark Stewart, Step By Step Business

"Align your close with the specific timeline of the customer and the potential pitfall of missing that date of theirs. Work backwards on their timeline and the length of the process for your organization to meet their timeline with confidence and comfortability for the client. For example, 'If we don’t get an agreement by this date, then your starting timeline is in jeopardy. If we miss that date, what would that mean to the success of your organization's plans?' "

— Craig Heward, seoplus+

"The scarcity sales close, often referred to as the now-or-never close, uses a good ol' FOMO (fear of missing out) to persuade a prospect to buy. You entice the prospect with a discount or an additional perk, but only if they take on-the-spot action and make a purchase. This mostly works when the potential customer is honest about wanting to buy but only needs a little prodding."

— Rahul Vij, WebSpero Solutions

"Offer a unique perk (discount, gift, bonus, attractive quote, etc.) to your consumers who are still hesitating in order to convince them to purchase. This strategy is effective because individuals are frequently hesitant to commit, even if they desire what you give them. Therefore, simplify the decision-making process for them (to your advantage). For example: 'If you join up now, I can provide a 25% discount.' "

— Daniel Foley Carter, DanielFoley

"After making a sale, always say thank you. This is the most important unwritten rule of sales. It can be in the form of an appreciation email, a thank-you card attached to the invoice, or just voiced gratitude. This opens a channel for a long-lasting relationship that will lead to more sales and gives the customer the feeling that they've solved their problem and given something of value to another person. When you make a sale, follow up with the customer, as existing customers are more likely to bring further revenue to your business."

— Charmaine Chan, IceSword US

"Following up with customers is one of the best ways to close sales. By keeping in touch with customers after they have made a purchase, you can build relationships and trust, which can lead to repeat business and referrals. There are a few different ways to follow up with customers, such as through phone calls, emails, or even personal visits. The key is to find a method that works best for you and your customers. Some businesses may prefer to send a quick email after each purchase, while others may want to make regular phone calls to touch base. The important thing is to keep the lines of communication open so that customers know they can always reach out if they need help or have questions."

— Max Benz, BankingGeek